Barry W. Gainer calls himself a high-tech farmer. But it
wasn't always that way. His family's fruit business, The
Indian River Gift Fruit Co., was a simple operation that changed
little through the years--until Gainer juiced up sales by
developing an Internet presence.

"I figured it would be a good way for a small business like
ours to advertise effectively at a low cost," explains Gainer,
CEO of the Titusville, Florida-based business. "But the whole
family thought I was nuts."

Still, he forged ahead, convinced that a site peddling oranges
was ripe for the picking. He began by researching gift sites,
soliciting advice from customers and discussing his idea with
business experts on the Net. Then, in September 1995, Gainer
launched his first site on America Online (keyword: fruit), and
later rolled out a second site on the World Wide Web (http://www.giftfruit.com).

Customers find more than just your average fruit basket here,
though. Besides enabling users to order a variety of citrus
products mailed directly to their doors, Gainer adds value to both
sites by hosting contests, posting recipes and supplying the skinny
on the Florida fruit farming industry. Recently, he also began
offering fresh products produced by other family-owned small
businesses nationwide.

Today, some 25 percent of the company's revenues are
generated on the Internet. What's the key to a successful Web
site? Says Gainer, "Our success is based on the fact that
we're constantly incorporating feedback from customers because
we want them to be happy and use us again."

Have It Your Way

First, there were so-called small-business computers. Now,
computer companies are specializing even more with servers designed
specifically for the burgeoning small-business market.

IBM estimates a sizable 24 per-cent of the servers bought in the
United States today are used in companies with fewer than 50
employees. To meet entrepreneurs' growing needs, IBM recently
released the AS/400 Advanced Entry. Unlike earlier IBM servers for
the small-business market, which are primarily for first-time users
who want to share printers and files, the AS/400 Advanced Entry is
aimed at small companies with a higher level of needs, says Steve
Early at IBM.

"The AS/400 is primarily oriented toward businesses that
have had a server before and want to tie their applications
together," explains Early. "They can move to the AS/400
system to have all their applications integrated."

Perhaps the most notable feature of the AS/400 is its built-in
Web-serving capabilities which, in effect, give small companies the
power to host their Web sites internally. The AS/400 also boasts
fax and wireless local area network features, as well as the
ability to handle many database tasks. Cost: starting at
$7,995.

Good Connections

Haven't ventured out onto the Internet yet? Graphix Zone
recently launched a new line of CD-ROMs called SmartNet Singles to
give Net neophytes all they need in one package.

Each SmartNet Single contains basic Internet service from
Earthlink Network, Netscape Navigator 3.0 browser software and an
Internet tutorial. You can choose SmartNet Single discs that link
you to hundreds of Internet sites on topics ranging from investing
to travel to small business.

Pop the SmartNet Small Business Single into your CD-ROM drive,
for example, and you get immediate access to sites with homebased
business and financing information, business consultants,
professional organizations and the latest business opportunities.
Also included are special subscription offers to
Entrepreneur and Web magazines, and more. Cost:
$14.99 per disc.